Graduate Course Descriptions
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MANA 6356   (3-3-0)   Sales Force Management
Optimize performance of sales team and implement Sales Knowledge Management Best Practices. Execute sales enablement platform to find, use, share, engage sales staff, and functional partners. Create solutions leveraging technology to effectively align strategies across all sales functions. Design metrics to optimize sales processes, strategic benefit/value, increase customer loyalty and repeat business. Optimize competitive differential strategies, reduce “no” decisions, and predict sales success. Assess functional area of alignment in sales and product development, sales and marketing, sales and customer support, and sales and executive management.   Fall, Spring.
Prerequisite: MANA 51.521, MRKT 51.521, or undergraduate equivalent.


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